In this episode of The Selling Edge, host Dan Prudhomme sits down with Kinney O’Connor, sales and marketing specialist at Sinclair, to unpack why clarity—not complexity—is what truly builds credibility with today’s buyers. Drawing from his background in financial services, digital advertising, and broadcast media, Kinney explains how over-preparing, over-explaining, and relying on jargon can actually erode trust and slow decisions.

You’ll learn how to simplify complex ideas, ask better discovery questions, tell stronger stories, and show up with confidence, calm, and focus in every client conversation. If you want to look smarter in front of customers, close deals faster, and become a trusted advisor instead of a walking data dump, this episode will reshape how you sell.

In this episode of The Selling Edge, host Trish Craig sits down with Theresa “TK” Timm, Executive Vice President of Sales for Midwest Family, who is leading one of the most ambitious AI-driven transformations in local media. TK shares how her teams are using AI to open more doors, craft smarter outreach, deliver research in seconds, build spec spots on the spot, and now even produce full streaming video concepts in under 30 minutes. The result? Faster proposals, more confident sellers, and clients who can finally see what’s possible.

If you want a front-row look at how AI is reshaping modern selling, and why the sellers who embrace it are the ones who win, this conversation is packed with real examples, practical insights, and a powerful vision for the future.

In this episode of The Selling Edge, host Kathy Eagle sits down with veteran sales leader Allen Willis, whose 47-year career in radio and media has made him a master of the new business game. From phone book cold calls to AI-powered insights, Allen shares how prospecting has evolved, and why discipline, curiosity, and consistency still win the day. He reveals how he keeps his sales funnel full no matter the market, why blocking time for new business is non-negotiable, and how to turn insights and ideas into lasting partnerships. A must-listen for anyone serious about building a pipeline that never runs dry.